Commercial Lines Sales Manager
About The Position
This role is responsible for leading a team of Commercial Lines Field Sales Representatives and driving profitable growth across an assigned region. The Commercial Lines Sales Manager translates corporate distribution strategy into field execution by coaching and developing sales talent, managing agency relationships, overseeing territory performance, and ensuring accountability for key growth and profitability objectives. The role partners closely with underwriting, claims, product, operations, and specialty business units to align sales efforts with organizational goals while strengthening agency partnerships, expanding market share, and enhancing customer retention. Additionally, the manager provides market intelligence, competitive insights, and regional performance analysis to help inform business strategy and support long-term success.
Requirements
- 7+ years Increasingly responsible P&C insurance roles, including leadership
- Bachelor's Degree or Equivalent Business Experience
- Significant insurance education, such as INS, AU, CPCU or the demonstrated willingness to pursue insurance education is strongly recommended.
Responsibilities
- Lead, coach, and develop Sales Representatives to deliver consistent, high-quality execution in the field; Establish clear expectations for activity, performance, and outcomes; Conduct ride-alongs, call reviews, and territory inspections to improve effectiveness; Recruit, onboard, and develop talent aligned with Utica performance standards.
- Ensure disciplined execution of territory sales plans to meet or exceed; New business premium; Total written premium; Retention and loss ratio targets; Oversee agency segmentation and resource allocation to prioritize high-value opportunities; Guide reps in managing agency portfolios, including growth, rehabilitation, and exit decisions.
- Turn corporate distribution strategy into clear, executable action in the field; Ensure sales reps are targeting the right mix of business (not just volume); Drive consistent messaging and value proposition across all agency interactions; Partner with leadership to execute regional growth initiatives and programs.
- Own regional sales results through rep performance management; Monitor KPIs including: Growth vs. plan; Submission flow and pipeline quality; Hit ratio / close rate; Retention outcomes; Regional and State Profitability; Diagnose issues at the rep, agency, or market level and take corrective action; Hold team accountable for activity standards and performance expectations.
- Provide leadership involvement in key agency relationships and LAPP accounts; Support reps in handling complex or high-impact agency situations; Build executive-level relationships with priority agents to strengthen partnerships; Drive agency engagement strategies that increase share of wallet and loyalty; Maintain expense discipline including base, contingent, and incentive agent compensation working within allocated budget dollars.
- Partner closely with: Underwriting leadership; Product and operations teams; Claims and service partners; FAD, EIU, Specialty and Small Commercial Segments; Ensure alignment between sales activity and underwriting discipline; Elevate systemic issues impacting growth, service, or competitiveness.
- Provide leadership with real-time market feedback on: Pricing competitiveness; Coverage gaps; Agency sentiment; Monitor competitor activity and adjust sales strategies accordingly; Identify emerging risks or opportunities impacting regional performance; Complete/Support Regional Level Reporting requirements.
- Performs other duties as assigned.
- Conforms with all corporate policies and procedures.
Benefits
- Medical and Prescription Drug Benefit
- Dental Benefit
- Vision Benefit
- Life Insurance and Disability Benefits
- 401(k) Profit Sharing and Investment Plan (Includes annual Company financial contribution and discretionary Profit Sharing contribution based upon annual company financial results)
- Health Savings Account (HSA)
- Flexible Spending Accounts
- Tuition Assistance, Training, and Professional Designations
- Company-Paid Family Leave
- Adoption/Surrogacy Assistance Benefit
- Voluntary Benefits - Group Accident Insurance, Hospital Indemnity, Critical Illness, Legal, ID Theft Protection, Pet Insurance
- Student Loan Refinancing Services
- Business Travel Accident Insurance
- Matching Gifts program
- Paid Volunteer Day
- Employee Referral Award Program
- Wellness programs
- Personal Insurance Discount
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What This Job Offers
Job Type
Full-time
Career Level
Manager
